Senior Account Executive, OEM

7 days ago

Sydney, Australia OpenText Corporation Full time

OPENTEXT 
OpenText is a global leader in information management, where innovation, creativity, and collaboration are the key components of our corporate culture. As a member of our team, you will have the opportunity to partner with the most highly regarded companies in the world, tackle complex issues, and contribute to projects that shape the future of digital transformation.

OpenText OEM:
Our global OEM Consulting team enables the digital transformation of our customers to embed products and provides them with solution options across the entire range of enterprise information management capabilities (EIM). Our team develops C-level access at some of the largest software, ISV, and hardware companies in the world and excels at selling solutions that are sophisticated, secure, high-value, and cost-effective – onsite, via mobile devices, private cloud, or in the cloud. The OEM organization creates royalty agreements as a function of the volume, value and quantity of product functionality delivered. Delivery models include on-premise, and hosted customer access models. Use of the OpenText products is limited to the products provided by the OEM partner and may not be extended to other applications or data sources without direct involvement by OEM Sales.

The Opportunity:

As an OEM Account Executive at OpenText you help customers use information management solutions to go to market faster and be more efficient in an increasingly digital world. You are part of a global team of highly skilled and entrepreneurial professionals who understand that their customers are experiencing unprecedented change.

This Account Executive will cover the APAC territory (Japan, Korea, Malaysia, China, Taiwan, Australia, Vietnam, Thailand, Laos, Cambodia) selling OpenText Software to enterprise software and hardware companies. Information Management is the core of the OEM Market and OpenText is used by some of the most data-intensive enterprises in the world like Bay Area companies VMWare, Intuit, Fujitsu, ORACLE, and Google for real-time, scalable, advanced information management and analytics. OpenText is also embedded into over a 100+ software solutions from the likes of Accenture, Fiserv, Cerner. We are looking for a savvy, Sales Leader that has a track record of quantifiable success (consistent quota over-achievement) in a complex sale. This is a consultative sale to an enterprise software and/or hardware company.

You Are Great At:

  • Consultative selling and intensely listening to your customers.
  • Preparing comprehensive territory plans.
  • Skillfully executing each phase of the sales process from pipeline generation to closing the deal.
  • Masterful client presentations and running effective meetings.
  • Clearly articulating the value proposition of solutions and products and the endless possibilities of the digital enterprise to your customers.
  • Ability to quickly understand a customer’s solution, its limitations, legacy technology and future requirements and can articulate how OpenText's speed, capture, content, scale and analytics add transformative big data/analytical value is essential.
  • Previous experience selling capture and content management, analytical solutions or customer communication solutions in Software, Business Process Management, ERP/CRM, and/or Healthcare is desired. 
  • Relationships at Salesforce, Workday, Dell, Accenture and TCS (as a sample set of the target market) is ideal.
  • Developing relationships with Product Managers, CTOs, VP of Engineers, Solutions Architects within enterprise software and hardware companies is ideal.

What It Takes:

  • You have a track record of at least five years of B2B selling across the Enterprise.
  • You have experience working in a consultative capacity with C-level customers on complex cloud-based, on-premises or hybrid solutions.
  • You have a solid understanding of the ISV ecosystem.
  • You have expert knowledge of product rebranding and go to market strategies of third-party product integration and embedded technologies.
  • You deploy advanced sales methodologies and tools to achieve and exceed your targets.
  • Whether it’s the challenge of developing new accounts or finding untapped opportunities in your existing client base, the opportunity to grow our business is what drives your efforts every day.
  • The ideal candidate will also take advantage or regional events – trade shows, webinars, user group conferences to build their business.
  • You are intellectually curious, easily grasp new products and solutions, and bring the spirit of innovation to your customers.
  • Completed higher education and a passion for continuous learning.

OpenText's efforts to build an inclusive work environment go beyond simply complying with applicable laws. Our Employment Equity and Diversity Policy provides direction on maintaining a working environment that is inclusive of everyone, regardless of culture, national origin, race, color, gender, gender identification, sexual orientation, family status, age, veteran status, disability, religion, or other basis protected by applicable laws.

If you need assistance and/or a reasonable accommodation due to a disability during the application or recruiting process, please contact us at hr@opentext.com. Our proactive approach fosters collaboration, innovation, and personal growth, enriching OpenText's vibrant workplace.

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